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Phrases to manipulate people in the business and how they work
1. "Do you want the rest of your life selling sweet drinks? Or do you want to come with me and change the world? »
This famous phrase by which Steve Jobs managed to lure John Sculley from PepsiCo, used several techniques of persuasion. Firstly, simplification. There are always many reasons for the problem, and solve it quite difficult. Reality constantly makes people feel uncomfortable. Professional controllers help them relax for a moment, ignoring the difficulties and offering simple solutions. Deodorant, car or a certain brand of beer can make a person beautiful, popular and successful. It also plays the role of the factor of the Big Lie. As the great manipulator Adolf Hitler: "People are very suspicious to a small lie than to the great." The third technique is also fairly well known: reduced choice of two options, one of which is obviously worse. Instead of allowing a person to think about the many alternatives, manipulators are given only two choices.
2. "You want to have healthy teeth?»
Saying this phrase, the seller of toothpaste uses two techniques of persuasion. The first - the use of rhetorical questions. They put so that the force agree with the speaker, because the answer is obvious. This is done in order to inspire confidence and the feeling that the seller with the buyer the same outlook on life. Second, a close within the meaning of technique - the use of "yes-questions". It does not necessarily have to be questions related to the product. The seller may ask: "Nice weather, is not it?" Once a person with something agrees, even with a small and insignificant, it will be much easier to agree with the more important things, for example, say, "Yes, I buy it." Just as the "yes-questions", acting humor, when a person in a good mood, more relaxed and ready to buy a product that associate him with pleasant emotions.
3. "This machine is worthy of you»
People love flattery. They like it when they are considered special, significant and intelligent. In everyday life, you can use this contact to a person with the phrase: "I do not think that a person of such a level, you will agree to find time to help me ..." In advertising, this technique usually involves a direct appeal: "You appreciate quality," "You I do not like to lose time in vain. " Sometimes, in order to bring the audience a sense of superiority, advertising, on the contrary, shows people doing stupid things. We like those compliments, and we are inclined to trust those who we like. Therefore, it is easier to convince us to buy them something.
4. "But you are absolutely free»
Ploy often used by manipulators - to assure a person that he has freedom of choice. People hate when their limit. Ask a friend for a favor, Manipulator adds that he does not insist, and gives the right to choose. Christopher Carpenter's study, which involved 22,000 people showed that this seemingly simple technique extremely effective: it increases the chances of success of 50%. The researchers asked people to donate money to charity, borrow money for a bus ticket, and if, after a request added "but I do not insist," or "but of course you do not have to help me," people are much more willing to agree. The words themselves are not as important as the basic meaning of the expression, "You are absolutely free, I'm not trying to pressure you." Technique is especially efficacious in person and in writing and by phone of its effectiveness is greatly reduced.
5. "Just today, a discount of 50%»
Technology affects the survival instinct, causing fear to miss something valuable. The researcher Noah Goldstein of the Anderson School of Management calls it "an instinct to grab all you can, or be left with nothing." The ads are often used appropriate slogans: "Last Chance!" "Hurry up, it is too late." According to statistics, in the days of sales people spend on buying 10% more panicked. Under stress one loses the ability to think rationally. Renowned researcher manipulation Robert Cialdini calls this technique "the creation of the deficit." According to this principle, for example, the company operates TeeFury, which sells geek t-shirts with a particular pattern of only one day. Using fear as a manipulative technique possible in everyday life. For example, your boss may first hint to you that in the near future is planning to cut, and then offer you to work overtime. In the book The Science of Social Influence is an example: the people in the store and approached the stranger touching their shoulder. When they turned around in fright, they understand that it's just a blind person who wants to know their future. Then people came to him with a request to donate a small amount. Those who lived through the fear, sacrificed more often than other customers.
6. "This machine hell worth it!»
It is proved that light swear words at the beginning or end of statements to increase the impact of speech on the audience. Research confirms this thesis, conducted in 2006, scientists and Shearer Sagarin. They divided people into groups and have spoken to them the same question. The only difference was that one of them, the words "heck". In the audience with a speech railing produced a greater impact. Students felt that the speaker was more convincing, confident and aroused in them a sense of confidence in the product. Moderate use of expletives making it less formal and more human, removing barriers between speaker and listener. In Russia, you can try the more rigid version, for example, did Lebedev Studio in the advertisement: "Euroset - the prices just oh ... et."
7. "Why not?»
The ability to work with the opposition - probably the most important method of manipulation. You're asking someone for a favor, you are denied. What to do next? Ask: "Why not?" It can be hard to translate to the format refusal obstacle that can be overcome. The person who asked this question arises in a position to make excuses, because he has to bring logical arguments. The researchers, who were engaged in this issue offer some explanation as to why this technique is so effective. First, the role played by perseverance. A person can find the strength to refuse once, but with each successive issue of his confidence in his or her opinion is reduced. Begin to act emotional factors: a sense of guilt and sympathy. Secondly, this technique is associated with a state of cognitive dissonance - the presence of a feeling of discomfort in the minds of two opposing points of view. Man wants to get rid of him, even by giving up their opinions.
8. "Can I use your Xerox machine because I need your photocopied paper?»
This technique is called "placebo-information". Manipulator according to some cause, which is actually not so much. Langer Research shows that if you call at least apparent cause, it increases your chances of success by 30%.
9. "It's worth a million dollars!»
In English, this technique is called door-in-the-face. The principle of operation is that the first manipulator requests pointless highest price that a buyer, of course, can not pay. Then it offers a much smaller as compared with the first sum rates. Due to the strong contrast of the buyer it seems a good deal, and he agrees to purchase. The opposite is often used a technique called foot-in-the-door. Here, on the contrary, the customer first offer to buy something expensive. Agreeing once, it is easier to later decide on a more serious waste. A similar principle is used in the technique of "boiling point." In this case, the dealer spins the buyer to buy cheap stuff, and when he is ready to buy, "suddenly" discovers that this is now out of stock, but there is a similar, more expensive. The buyer already mentally prepared myself for purchase and can be easily solved to spend more just to finish the job.
10. "The second iron free!»
This technique is used in a variety of shopping options. For example, buyers are offering free gifts, discounts and other "attractive" proposal. They act because, first of all, people like to consider themselves rational (acting for their own benefit). And secondly, who does not love presents? It gives a sense of the same happiness as the money found in the street. Besides, people like the buying process, and free gifts like "justify" it is a pleasure that the purchase seems more reasonable. For this reason, customers subconsciously impressed uneven numbers of discounts, such as 99, 99 rubles. What happens to people when they hear the word "free", shows the experiment, which is described by Dan Arielli in his book Predictably Irrational. He offered to people in a nightclub make free tattoos, many of them agreed. But when he asked whether they will change their opinion if the tattoo will cost $ 1, then 68% of them refused.
You are using these phrases? Or they are used on you?)
Business Life
This famous phrase by which Steve Jobs managed to lure John Sculley from PepsiCo, used several techniques of persuasion. Firstly, simplification. There are always many reasons for the problem, and solve it quite difficult. Reality constantly makes people feel uncomfortable. Professional controllers help them relax for a moment, ignoring the difficulties and offering simple solutions. Deodorant, car or a certain brand of beer can make a person beautiful, popular and successful. It also plays the role of the factor of the Big Lie. As the great manipulator Adolf Hitler: "People are very suspicious to a small lie than to the great." The third technique is also fairly well known: reduced choice of two options, one of which is obviously worse. Instead of allowing a person to think about the many alternatives, manipulators are given only two choices.
2. "You want to have healthy teeth?»
Saying this phrase, the seller of toothpaste uses two techniques of persuasion. The first - the use of rhetorical questions. They put so that the force agree with the speaker, because the answer is obvious. This is done in order to inspire confidence and the feeling that the seller with the buyer the same outlook on life. Second, a close within the meaning of technique - the use of "yes-questions". It does not necessarily have to be questions related to the product. The seller may ask: "Nice weather, is not it?" Once a person with something agrees, even with a small and insignificant, it will be much easier to agree with the more important things, for example, say, "Yes, I buy it." Just as the "yes-questions", acting humor, when a person in a good mood, more relaxed and ready to buy a product that associate him with pleasant emotions.
3. "This machine is worthy of you»
People love flattery. They like it when they are considered special, significant and intelligent. In everyday life, you can use this contact to a person with the phrase: "I do not think that a person of such a level, you will agree to find time to help me ..." In advertising, this technique usually involves a direct appeal: "You appreciate quality," "You I do not like to lose time in vain. " Sometimes, in order to bring the audience a sense of superiority, advertising, on the contrary, shows people doing stupid things. We like those compliments, and we are inclined to trust those who we like. Therefore, it is easier to convince us to buy them something.
4. "But you are absolutely free»
Ploy often used by manipulators - to assure a person that he has freedom of choice. People hate when their limit. Ask a friend for a favor, Manipulator adds that he does not insist, and gives the right to choose. Christopher Carpenter's study, which involved 22,000 people showed that this seemingly simple technique extremely effective: it increases the chances of success of 50%. The researchers asked people to donate money to charity, borrow money for a bus ticket, and if, after a request added "but I do not insist," or "but of course you do not have to help me," people are much more willing to agree. The words themselves are not as important as the basic meaning of the expression, "You are absolutely free, I'm not trying to pressure you." Technique is especially efficacious in person and in writing and by phone of its effectiveness is greatly reduced.
5. "Just today, a discount of 50%»
Technology affects the survival instinct, causing fear to miss something valuable. The researcher Noah Goldstein of the Anderson School of Management calls it "an instinct to grab all you can, or be left with nothing." The ads are often used appropriate slogans: "Last Chance!" "Hurry up, it is too late." According to statistics, in the days of sales people spend on buying 10% more panicked. Under stress one loses the ability to think rationally. Renowned researcher manipulation Robert Cialdini calls this technique "the creation of the deficit." According to this principle, for example, the company operates TeeFury, which sells geek t-shirts with a particular pattern of only one day. Using fear as a manipulative technique possible in everyday life. For example, your boss may first hint to you that in the near future is planning to cut, and then offer you to work overtime. In the book The Science of Social Influence is an example: the people in the store and approached the stranger touching their shoulder. When they turned around in fright, they understand that it's just a blind person who wants to know their future. Then people came to him with a request to donate a small amount. Those who lived through the fear, sacrificed more often than other customers.
6. "This machine hell worth it!»
It is proved that light swear words at the beginning or end of statements to increase the impact of speech on the audience. Research confirms this thesis, conducted in 2006, scientists and Shearer Sagarin. They divided people into groups and have spoken to them the same question. The only difference was that one of them, the words "heck". In the audience with a speech railing produced a greater impact. Students felt that the speaker was more convincing, confident and aroused in them a sense of confidence in the product. Moderate use of expletives making it less formal and more human, removing barriers between speaker and listener. In Russia, you can try the more rigid version, for example, did Lebedev Studio in the advertisement: "Euroset - the prices just oh ... et."
7. "Why not?»
The ability to work with the opposition - probably the most important method of manipulation. You're asking someone for a favor, you are denied. What to do next? Ask: "Why not?" It can be hard to translate to the format refusal obstacle that can be overcome. The person who asked this question arises in a position to make excuses, because he has to bring logical arguments. The researchers, who were engaged in this issue offer some explanation as to why this technique is so effective. First, the role played by perseverance. A person can find the strength to refuse once, but with each successive issue of his confidence in his or her opinion is reduced. Begin to act emotional factors: a sense of guilt and sympathy. Secondly, this technique is associated with a state of cognitive dissonance - the presence of a feeling of discomfort in the minds of two opposing points of view. Man wants to get rid of him, even by giving up their opinions.
8. "Can I use your Xerox machine because I need your photocopied paper?»
This technique is called "placebo-information". Manipulator according to some cause, which is actually not so much. Langer Research shows that if you call at least apparent cause, it increases your chances of success by 30%.
9. "It's worth a million dollars!»
In English, this technique is called door-in-the-face. The principle of operation is that the first manipulator requests pointless highest price that a buyer, of course, can not pay. Then it offers a much smaller as compared with the first sum rates. Due to the strong contrast of the buyer it seems a good deal, and he agrees to purchase. The opposite is often used a technique called foot-in-the-door. Here, on the contrary, the customer first offer to buy something expensive. Agreeing once, it is easier to later decide on a more serious waste. A similar principle is used in the technique of "boiling point." In this case, the dealer spins the buyer to buy cheap stuff, and when he is ready to buy, "suddenly" discovers that this is now out of stock, but there is a similar, more expensive. The buyer already mentally prepared myself for purchase and can be easily solved to spend more just to finish the job.
10. "The second iron free!»
This technique is used in a variety of shopping options. For example, buyers are offering free gifts, discounts and other "attractive" proposal. They act because, first of all, people like to consider themselves rational (acting for their own benefit). And secondly, who does not love presents? It gives a sense of the same happiness as the money found in the street. Besides, people like the buying process, and free gifts like "justify" it is a pleasure that the purchase seems more reasonable. For this reason, customers subconsciously impressed uneven numbers of discounts, such as 99, 99 rubles. What happens to people when they hear the word "free", shows the experiment, which is described by Dan Arielli in his book Predictably Irrational. He offered to people in a nightclub make free tattoos, many of them agreed. But when he asked whether they will change their opinion if the tattoo will cost $ 1, then 68% of them refused.
You are using these phrases? Or they are used on you?)
Business Life
